Inside sales is generally confused with telemarketing. But why did this confusion emerge? Let’s try to make both of these concepts clear and define their characteristic features.
Both rely on the telephone to connect with prospects instead of face-to-face meetings. And… that’s where the similarities end.
These are two different entities with different goals, KPI’s, targets, people and approaches when it comes to dealing with prospects. This misbelief often weakens the significance of inside sales and the efforts put in when generating opportunities.
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Different concepts with different goals
Telemarketing uses a unique call-script and it is B2C oriented. As it involves a larga demographic, a deal is quickly closed or lost, and move to the next prospect
Insides sales is B2B oriented and for industries selling high-ticket sales. Inside sales uses not only a script but it also involves multiple interactions over the phone, mail or internet
Inside sales reps are highly trained, skilled and can give presentations, conduct demos and perform most of the functions traditionally handled by field reps. They need continuous training to survive.
Before making a call, a telemarketer will often not carry out any research on the prospect, as all they need to know is about the product they are selling.
An Inside seller investigates the target market, the industry vertical, its needs and pains, and that’s when the engagement begins.
More about approach in our white paper:
Which companies are most likely to invest in Inside Sales?
Inside sales prevails in the B2B landscape. If you meet these criteria, you should choose a strategy of inside sales instead of telemarketing:
Sales Cycle Complexity
Value Proposal Complexity
Organization's Sales Stage: early stage businesses would be more likely to scale up their sales presence in order to compete against larger competitors. This often requires a large remote sales team.
Inside sales prevails in the B2B landscape.
The inside sales industry is growing 300 percent faster than traditional outside sales, according to the Inside Sales Market Size Survey.
Big multinationals who want to expand internationally, enter new markets or increase sales of existing products, have the ability to reach more prospects and it is commonly more cost effective than paying each visit to outside sales.
Sometimes the lack of face-to-face contact, means the use specific sales techniques to ensure the message gets to the customers in the best, most appropriate way.
IVC suggests a strategic and personalized approach with a consulting component:
Do your homework before making a call, that doesn't mean just calling a broad demographic of prospects who may or may not be interested in what you are selling. Target qualified prospects, with identified needs and pain points, and a willingness to engage.
Finally, try to build relationships based on credibility and trust, listening and understanding first and asking sales questions later, as well as carrying out sales over a number of calls and “touch points” if the interlocutor requests it.
Will inside sales continue to evolve? Absolutely. Be prepared to add value in different ways and create new opportunities and sales!
For more info, download our white paper Insides sales vs. Telemarketing: